Category: The Transcend Group

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Dealership Training The Transcend Group

Strategies for Sales with an Influx of Inventory

In order to compete in this buyer’s market while trying to make year-end sales, it is imperative to have strong strategies for sales with an influx of inventory.  As domestic and foreign manufacturers ramp up their advertising and promotions in an attempt to win more market share and increase demand, dealerships must be prepared to clear the lots as quickly as possible to accommodate increased inventory.  Dealerships need strong teams to successfully manage a more difficult buyer’s market rather than trying to rely on a few top performing salespeople to get the job done.  This makes recruiting and training the best talent to effectively build customer relationships more important than ever.

According to Stephen Roennau, Vice President, Training Services, EFG Companies, “When clearing the lot is a priority, it is an automatic reaction for sales teams to ignore customers’ wants and needs and just push the deal.  This reaction is a classic mistake made by most sales teams.  In a buyer’s market, it is even more important to establish relationships with the customer.”

When a customer can go to any dealership to get the vehicle that they want at the price they want, the ability of sales teams to build relationships makes all the difference.  People often give away tidbits about their lives during discussions about the vehicles they are considering purchasing.  A good listener will pick up on these details and use them the help the customer find exactly what they are looking for.  For example, “I understand you are looking for a vehicle for your family; I know I would want my family members to be in the safest car on the road, and because of that, I would go with this car for these reasons.”  It is also helpful to use reflective listening in conversation and repeat some of what the customer says to ensure understanding by both parties.

Teaching members of the sales team how to build relationships by transforming the mindset from overcoming objections to reflective listening gives dealerships the edge that they need to stand out in a buyer’s market.

For more information about EFG Companies, please contact us or join our social communities.

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Dealership Training EFG Companies F&I The Transcend Group

F&I Training: Four Ways to Keep the Customer Engaged

A crucial part of F & I training is learning how to keep customers engaged while they’re in the finance office.  At EFG Companies, we recommend offering extensive training to your new staff to make the process as efficient and productive as possible.

Every aspect of the sales process should focus on the importance of building a relationship with the customer rather than simply trying to push a sale.  The time spent in the finance office is no exception.  The first step is to make sure that you are always mindful of respecting the customer’s time.  Offering F&I services should be done efficiently so that the customer doesn’t lose interest before the products or services are even offered.

  1. Ask a series of simple questions to determine which products or services best fit the customer’s needs, and focus on those rather than overwhelming the customer with a detailed description of everything.
  2. Offer the customers a variety of options that fit their driving habits and needs.
  3.  Clearly explain how each option could benefit the customer in the long term, based on their identified needs.  This is another opportunity to build a lasting, trusting relationship with the customer.
  4. Before you attempt to respond to any resistance, listen and clarify the objection, make sure to justify your point based on their specific circumstances

It is critical that dealers select the right F&I products for their dealership in order to maximize dealership profitability.  As the innovators behind the award-winning Hyundai Assurance program, our industry-leading assortment of products includes everything from Vehicle Service Contracts to our Drive Forever Limited Lifetime Powertrain Protection. 

For more information about EFG Companies, feel free to contact us or join our social communities.

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Dealership Recruiting Dealership Training The Transcend Group

The Transcend Group: Five Peak Performance Courses to Help Sales Staff Grow Auto Sales

Do you have some good salespeople on your staff who could be great salespeople with the proper customized auto sales training?  The Transcend Group has a full range of highly customized sales training courses that can help your dealership with increasing auto sales.  Developed with your specific needs in mind, many of the trainings are conveniently available for delivery onsite at your dealership.

Increase your auto sales

Competent staff will produce increasing auto sales when they have been trained in the following areas:

  • F & I Producer Workshop – This training is designed to teach team members to ask the right questions that will help verify the needs of the customer.  It will teach your staff to readily address those needs by positioning the product’s benefits and features to address those specific needs. Your staff will also learn how to listen reflectively to the customer’s concerns.  They will be taught to address those concerns in a way that will increase the product’s value as well as build a relationship with the customer.
  • Leasing Workshop – Have you ever wondered why your lease sales are not meeting expectations?  This workshop will strengthen your sales teams and empower them to provide clear, persuasive explanations of your vehicle lease programs.  It will provide them with tools that will empower them to explain leasing in terms that the customer understands.
  • Responding to Phone Inquiries Workshop – Do your staff members need strategies to help them create a customer-centric approach?  The strategies provided in this course will enable them to enhance the customer relationship and improve their success rate in obtaining a customer’s contact information.  It will teach them to set and achieve their appointment setting goals.
  • Sales Manager Best Practices Workshop – Great sales staffs are led by competent sales managers. Do your sales managers know the best practices for ensuring compliance and top “desking” skills?  Are they looking for ways to improve their team’s sales performance using proven strategies? This course will teach them the most effective ways to close the sale, how to prospect for new business and so much more.

The Transcend Group from EFG Companies offers a full line of one-day auto sales trainings onsite at your dealership along with so many more trainings at the EFG Companies headquarters in Irving, Texas.  Position your dealership for success by providing the tools your salespeople need, and by using sales training provided by The Transcend Group.